The Top 10 Health IT Tools for Your Sales Toolkit
As a health IT solutions professional who knows the value of your products, it can be frustrating when prospects (or even customers and users) don't see that same value. But that's why sales reps — just as much as marketing teams — need to be empowered to find and share excellent stories relevant to the pain your personas' experience. How can you offer that enablement, without spending too much of your time or budget focused on sales qualified lead (SQL) engagement? Provide your sales teams with the right tools.
Here are our top 10 suggestions for informational sources that will get their creative juices flowing, keep them abreast of changes in the industry, and connect them with your major personas' thoughts and pains.
Health IT Sales Tools: Beyond Tracking, Onto Intelligence
10. Understand Health IT policy updates.
Your sales team should stay up to date on government-related happenings in health IT with healthit.gov.
9. Healthcare acronyms are everywhere. Know what they mean.
Don't let your reps miss out on any of the major indicators of interest or miss an opportunity due to inability to discuss a given topic. Healthcare is full of acronyms and complex word associations that, if not carefully learned and observed, could result in a closed/lost sale. Give this glossary to your reps as a guiding light.
8. Expand your knowledge base.
There's a lot that can be learned from partner organizations that have close relationships with hospital and health system executives. For example, there are regular webinars that dive into research and trends on important health IT topics, such as precision medicine and population health. Get the best of HIMSS webinars here: himsslearn.org/.
7. Learn from experts from wherever you are.
Your sales reps can stay in front of some of the latest news in health technology with a great selection of podcasts. The STEPS to Value podcast is particularly useful as it highlights the stories of thought leaders who have successfully managed technology, organizational culture and policy changes to maximize the value of their technology investments.
6. Connect with people who do what you do.
It's not only the connections with prospects or executives that prove helpful in the sales process. Other health IT reps, product vendors and players within the hospital ecosystem can also inspire stories and sales. Join the HIMSS LinkedIn group, and ask your sales team members to join, too.
5. Upgrade your newsfeed.
If you haven't done so already, it's time to set up Hootsuite or another Twitter platform to create a dashboard of influential healthcare Twitter users. Start with this crowdsourced list of the top 100 health IT folks to follow, then hook your reps up with the platform credentials or, on weekly or monthly basis, provide them with clear insights you've gathered from watching the list.
4. Get smart about what you follow.
You can also enable your reps to follow industry topics, not just leaders. Keep tabs on industry topics across Twitter and during trade shows by following hashtags with Symplur.
3. Create your content channels.
Here at HIMSS Analytics, we are big fans of news aggregation sites on which you can create channels specific to your industry. Try this out with Medium or Feedly: Set up a healthcare news channel and distribute the info to your reps.
2. Make health IT publications a go-to source.
There is always the classic, dedicated publication route, too. Arm your reps with knowledge by directing them to the following sites (to begin with):
1. Get sales intelligence as you browse a prospect's site.
Our personal favorite tool for sales rep enablement is the HIMSS Analytics LOGIC health IT market intelligence platform. But to get your reps started, it's a good idea to help them dip their toes in the water with the free 30-day trial of the LOGIC Discover tool. Discover is a Chrome extension that will help your reps develop a clearer, deeper understanding of a certain hospital, health system or company, and its benefits can't be overstated. If you haven't tried it yet, Discover will give you a great opportunity to be a hero in your company.
Add it to Google Chrome and get 30-days of free insights!